ZoomInfo: 5 Interesting Lessons at $1 Billion ARR

As we write this, ZoomInfo is coming off an incredible quarter נa stunning $800m ARR run-rate, growing an epic 60% year-over-year.ࠔhatҳ up from 57% the quarter before!ࠁnd itҳ highly profitable, with a 39% operating margin. Thatҳ just stunning.ࠅxtrapolating a bit, ZoomInfo today is probably at close to a $1B ARR run rate!ࠨWeҬl update this post after the next quarterҳ numbers). ZoomInfo is a sort of quiet leader in SaaS data.࠙our sales and marketing teams probably use its data, especially to track down contact and other info for prospects and customers constantly changing roles, but you may not know as much about the company. Letҳ take a look at 5 Interesting Learnings: 1.࠲5,000 total customers, but their 1,250 $100k+ customers are their core revenue engine.ࠚoomInfo has gotten stronger and stronger in $100k+ deals over the years, and this is now their core. 2.ࠈighly profitable as approaches $1B ARR נand has been for years.ࠓelling data really works at scale, as ZoomInfo shows.ࠗith 39% operating margins and 37% free cash flow, ZoomInfo is a SaaS cash-generating engine.ࠁll while still growing 60% a year! 3.࠱08% NRR נa Good Yardstick for $100k+ Data Sales.ࠉ would not expect data sales to marketers in particular to have truly crazy high NRR, because marketers will cancel programs and vendors that donҴ perform.ࠄata is both more valuable and less sticky than pure B2B workflow apps.ࠓo 108% is a good yardstick to try to meet if you are somewhat similar to ZoomInfo. 4.ࠁggressively expanding its product portfolio נboth organically and through acquisition.ࠚoomInfo was built on top of an early acquisition of a competitor, and CEO Henry Schuck has expanded far beyond its original product in cleansing sales data.ࠆrom the acquisitions of Chorus and RingLead recently, and aggressive product expansion, ZoomInfo is building out a true suite for the sales professional.ࠏne that starts from a core of data vs. a workflow like most others.ࠁlmost everyone needs to go multi-product after $100m ARR.ࠚoomInfo is doing it in more of a platform approach than most. 5.ࠉnternational Revenue is ӊustԠ11%.ࠄata doesnҴ always cross borders as records and workflows do.ࠚoomInfo took a while to build up its international presence, but now is investing aggressively here.ࠂut thatҳ far later than traditional B2B workflow apps which often see 30%-40% of their revenue outside the U.S. well before $100m in ARR. Wow, ZoomInfo!ࠁn incredible story.ࠁnd take a look at this A+ SaaStr session CEO Henry Shuck did on his top 10 mistakes building ZoomInfo: The post 5 Interesting Learnings from ZoomInfo at Almost $1 Billion in ARR appeared first on SaaStr. ------------------------------------ By: Jason Lemkin Title: 5 Interesting Learnings from ZoomInfo at Almost $1 Billion in ARR Sourced From: www.saastr.com/5-interesting-learnings-from-zoominfo-at-almost-1-billion-in-arr/ Published Date: Fri, 04 Feb 2022 15:11:24 +0000 Read More Did you miss our previous article... https://bdr.business/sales-growth/laurens-app-of-week-dr-gregers-daily-dozen